5 Questions That Make You Lose a Sale 2020 -

Let’s recognize, not every salesperson knows how to sell their product / service or knows how to conduct a sales meeting so as not to lose their customer.Many times the salesperson gets lost and tries to close the sale at all costs, thinks he is listening to his customer and offering the right solution when he is just pushing what he thinks is appropriate or the project runs out of his area of ​​expertise and he doesn’t. can talk to the prospect.

There are still those who are not ready to face a meeting and identify on their own what the client wants.

In short, there is no perfect sales technique, perfect script, or perfect salesperson. That’s why it’s so easy to say something wrong in a meeting and scare off a potential customer.

Thinking about it, we separated 5 questions that you no should do in a meeting with a prospect if you want to close the sale:

1.Are you the decision maker of the company?

If in a meeting someone asked me if I am CWT Advertising’s decision maker, I would certainly be suspicious. Does this mean that the seller will treat me differently depending on my answer?

Do not judge the potential customer. Consider that if the person sitting in front of you is not the decision maker, they are probably representing you and deserve to be treated the same as you would the CEO.

Especially in large companies decisions are made by a board or a board of directors, but it is those who serve you who will understand your proposal and present it to those who will make the final decision.

2. What is your pain?

A sale does not come from the ideas or will of a salesperson, but from the pain of a customer. And it will not be through this question that you will get this answer.

If understanding the pains requires understanding how the customer’s business works, the first step is to listen carefully to everything the customer talks about during the conversation.

The customer is unlikely to say, “My company fails to convert opportunities into sales,” but with the right questions you can lead them to understand their business until the answers come spontaneously.

Tip:

Try to follow this meeting pattern:

  • Understand more about the customer’s business history, their goals and their goals,
  • Who is the audience,
  • As people get to him,
  • How is your sales process,
  • How is the after sales process,
  • Who acts at each stage and how it seeks to improve the process.

From this you can understand the problems and visualize the pain more clearly, both those of your client and his client.

At this point, it’s time to put together everything you’ve heard so far about what the customer does and what they need to find solutions to their pain.

3. Are your products and services good?

This question can be interpreted offensively, undermining your opportunity. As much as your product / service will help your customer improve their product / service, you will not get an honest (perhaps even bland) answer by asking so directly.

There are other, more subtle ways to arrive at this answer, such as asking for related factors:

  • What is the conversion of opportunities into sales,
  • What are the customer feedbacks,
  • What are the main reasons for giving up,
  • What factors are evaluated after sales,
  • How does the market see the product / service,
  • What competitors do best,
  • What is the recurrence rate of customers,
  • What is the differential of the product / service.

4. What do you prefer: price or quality? / What type of service are you willing to pay for?

When the seller asks this question, the impression is that quality and results are tied to money.

If your company is the cheapest supplier and this is your best argument, be frank and use it. But if not, joining the price fight just equals you with the other sellers. Do not offer a service for price or quality, but build a solution that adds value to the customer’s business.

Keep in mind that the price will be directly related to the outcome of the service / product. A good salesperson understands this relationship and goes on to discuss values ​​from this point.

5. What can I do to close a deal?

When the anxiety of closing a sale is greater than the willingness to understand and help the customer, this question comes up. The salesperson wants to close that project at any cost and forgets the importance of the relationship.

A prospect will prefer to buy from someone who gives them confidence, so the need to listen to what he has to say. Only then can the salesperson understand the pain and show his knowledge to offer the solution he needs. This is the best way to close the deal.

These five questions are more common in meetings than you think, and they often appear in sales scripts without anyone noticing them.

The wrong approach is a major factor in losing a sale, and the only way to get it right is through practice, script improvement, and salesperson qualification.

I remember reading a text by sales expert Ciro Bottini on his website You Seller, about the importance of working open and closed questions.

Open-ended questions are those whose answer will never be “Yes” or “No.” Already closed questions should be worked in order to propose a solution for the customer. This is the way to make more sales!

Investing in developing a salesperson and refining his selling techniques is crucial to the business: Qualified salespeople sell more, hit goals, and win the best customers.

Have any other questions you would like to suggest? Share with us!

And here are some motivational phrases to get you further!